Director, Sales Operations

Conga•Houston, MA

8d•Hybrid

About The Position

As Director, Sales Operations at Conga, you will lead the strategy, execution, and optimization of sales operations across the organization. You’ll partner closely with Sales leadership, Marketing, Finance, and Customer Success to drive operational excellence, improve pipeline performance, and support revenue growth. This role blends strategic thinking with hands-on execution—you will oversee forecasting, territory planning, pipeline analytics, and sales process optimization while building scalable systems and processes that enable the Sales organization to perform at its highest level. At Conga, Sales Operations is a critical driver of revenue performance and organizational alignment. The Director, Sales Operations ensures that our Sales teams are operating with clarity, efficiency, and the right data to make informed decisions. This role plays a central part in how we forecast revenue, manage pipeline health, design territories and quotas, and track performance against goals. It directly impacts our ability to scale, identify growth opportunities, and execute our go-to-market strategy effectively. In addition, this leader drives consistency across processes, ensuring that systems, reporting, and workflows are optimized to support a global Sales organization. The impact of this role extends from day-to-day sales execution to executive-level planning and board reporting.

Requirements

8–10+ years of experience in Sales Operations, Revenue Operations, or a related field within a SaaS or technology organization.
Strong understanding of sales processes, pipeline management, forecasting, and performance metrics.
Strategic partner to Sales leadership, with a proven ability to influence decisions through data, insights, and operational expertise.
Experience leading teams and developing talent while driving cross-functional alignment.
Deep experience in forecasting, territory and quota planning, pipeline management, and sales performance analysis.
Understand how to design and implement scalable sales processes that improve efficiency and effectiveness.
Highly data-driven, with the ability to analyze performance, identify trends, and provide actionable insights that drive revenue growth.
Proactively identify opportunities for improvement and take ownership of driving change.
Collaborate effectively with Marketing, Finance, Customer Success, and Product to ensure alignment across the entire go-to-market organization.
Bachelor’s degree in Business, Finance, Analytics, or a related field is preferred.
Operate with a high level of accuracy and accountability, ensuring that data, forecasts, and reporting are reliable and actionable.
Bring a solutions-oriented mindset and thrive in a fast-paced environment.
Leverage relationships, data, and tools to drive outcomes and continuously improve how Sales Operations supports the business.

Nice To Haves

Deep experience with Salesforce and sales tech stack (e.g., Clari, Outreach, Gong, etc.)
Experience with BI tools such as Tableau, Power BI, Looker , or similar
Strong proficiency in Excel and data analysis
Proven experience building and managing forecasting models and processes
Strong background in territory design, quota setting, and capacity planning
Experience driving pipeline health, deal velocity, and conversion optimization
Ability to define and track key sales KPIs and performance metrics
Track record of improving and scaling sales processes, including lead-to-close workflows
Experience implementing automation and improving system efficiency
Experience partnering with Finance on revenue planning and reporting
Strong collaboration with Marketing on lead flow and pipeline generation
Ability to translate complex data into clear, actionable insights for executive stakeholders
Experience supporting executive and board-level reporting

Responsibilities

Lead the strategy, execution, and optimization of sales operations across the organization.
Partner closely with Sales leadership, Marketing, Finance, and Customer Success to drive operational excellence, improve pipeline performance, and support revenue growth.
Oversee forecasting, territory planning, pipeline analytics, and sales process optimization.
Build scalable systems and processes that enable the Sales organization to perform at its highest level.
Ensure Sales teams are operating with clarity, efficiency, and the right data to make informed decisions.
Manage pipeline health, design territories and quotas, and track performance against goals.
Drive consistency across processes, ensuring that systems, reporting, and workflows are optimized to support a global Sales organization.
Support executive-level planning and board reporting.